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Old 12-13-2002, 07:19 AM   #1 (permalink)
 
Join Date: Jan 17 2002
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Learning not to fear objections that guests may give you, will help you gain insight on how to over come the objections and it becomes fun..
The average individual thinks seriously about buying our services that cost “real money”…so they also think why not to buy it..

This point is true even if they have basically made up their mind to buy it.

Try to understand what is going on in the guests mind…..
Remember objections fall into four classes…..

The trivial Objection: “I’m really busy”…”I don’t really need it”..”maybe you’ll run a special next month and I’ll do it then”…..

The Say What objection: This is something your guest has heard and they want to show you how much information they have….and impress you with their knowledge……they want you to think they are a very smart buyer.. Example…. That lotion is exactly the same as CoCola I can get it at the beach from the guy who actually makes it for the company, only they put it in different bottles for tanning salons..
(That one always floors me…). Smile and repeat their objection with a smile.. they see how silly they sounded…

The genuine objection: This is something the guest really really feels is important and they are unavoidable.. Tell you guest the complete story.. Don’t exaggerate….don’t make it up as you go along.. tell them the facts.. Sometime reminding a guest of faults lies about indoor tanning right off the bat will squash these objections before they even come up….

The objection that is an indication of indecision from your guest: This is when they are having such a hard time making the decision… they are really afraid to make the decision… when this happens the easy thing for him to do is to raise an objection..

I believe whole-heartedly it is our job to try to cover all the basis before trying to close the sale with the guest.

If you cover all the important reasons why they came in… congratulate them on the wise decision to now do this for themselves and assure them they are in good care.. you have a sale…
Understanding everyone has different buying needs and desires is key to helping you over come objections….

Looking forward to hearing from you on this…..

C
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Old 12-13-2002, 08:29 AM   #2 (permalink)
 
Join Date: Dec 29 2001
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Very nice C.......
You are SO correct!!!!!!
Last night when I just stoppped by to run a couple of reports I sold 2 Ganja Darks & a Beach Bum Rum in about 1/2 hour......my employee sayes "you're good".....my reply "just know my products and tell them why they should use them!!!!, Sale closed" I have a short, simple, factual comback to all of their objections.
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